Who are Entrepreneurs

Table of Contents

Introduction

Chapter 1. Common features of entrepreneurs

1.1 The entrepreneur by W. Sombart

1.2 Studies with other scientists on psychological characteristics of entrepreneurs

1.3 Motives for entrepreneurs, ways and means of achieving the objectives

Chapter 2. Specifics of the Russian businessman

Chapter 3. Psychological characteristics of foreign entrepreneurs

3.1 The U.S.

3.2 UK

3.3 France

3.4 China

3.5 Japan

Conclusion

Introduction

Description of the individual entrepreneur is one of the first steps of a novice businessman to business. After all, nowadays, many young people aspire to become business people (entrepreneurs), not knowing what is connected with such a profession. [1] Investigation Medical Center Office of the President of the Russian Federation has shown that for an image of life that finds this category of the population, is characterized by: Chronic stress and overwork, disease-producing work and rest, the fear of violent death (often well-founded), communication overload, multiple family dysfunction, leading to neuroticism and psihopatizatsii children unhealthy ways to relieve nervous tension with alcohol, sex, gambling. The combination of chronic stress to the lack of awareness of psychological problems and low psychological culture creates an extremely high risk of psychosomatic diseases.

They say entrepreneurs in the broad sense of the word, not made and born. And they remain for life. A significant number of researchers agree that entrepreneurship can not be taught. For this kind of activity requires certain skills. Natural as a prerequisite for their development is the presence of traits which we all are different. Because there are some advantages in mastering certain activities. Makings of a defined genetic program and manifest themselves in the form of abilities - lifetime formations that form the social experience of the person, their living conditions, training and education. Thus, according to Western researchers, 50 - 72% (study of different years) of the cases the founders of companies, at least one parent has a "free trade" (self-employment, creative activity). These figures are considerably higher than those for other types of activities. Another example: in the Harvard Business School are taking people with an entrepreneurial personality type, which is determined by a special test Myers - Briggs. As a result, 83% of the graduates of this school are owners of at least 5 years.

So, define the goals and objectives of this work.

The purpose of this work:

describe the psychological profile of a businessman.

Objectives:

1) Identify the common traits of entrepreneurs;

2) To identify the psychological characteristics of entrepreneurs in the various countries.

Chapter 1. Common features of entrepreneurs

1.1 The entrepreneur by W. Sombart

One of the first founders of a psychological portrait of a businessman Werner Sombart, who claimed that the spirit of enterprise - one of the components of the capitalist spirit, along with the narrow-mindedness and bureaucratic.

The entrepreneur must possess the following qualities:

Conqueror (spiritual freedom, will and energy, perseverance and persistence);

Organizer (ability to correctly assess people, make them work, coordinating their actions);

dealer (the ability to recruit people without coercion, to stir their interest in their products, to inspire confidence).

Townsman requires other qualities:

domesticity associated with the rational conduct of affairs, reasonable economy and frugality;

business ethics, which is a commercial trustworthiness and loyalty of, and strict fidelity to contract accounting treatment.

The third component of the capitalist spirit - the bureaucracy. Features of the bureaucrat:

dedication to the corporation, for the sake of the work of its profits - the way of career advancement and personal well-being,

collective interest,

discipline

the need for clear instructions

the presence of established functions.

It is remarkable that with such diverse characteristics of the spirit of capitalism Werner Sombart put the business in the first place. If you remove the picture from this entrepreneur, a different economic way. It is not surprising how often the former Russian government, seeking to totalitarianism, struggled to business, eliminating the possibility that the slightest manifestation of the elements of capitalism.

In the framework of the socio-psychological theory of deprivation (reduction or deprivation, to meet the vital needs of individuals or groups) found that people from socially disadvantaged sections of the population and ethnic minorities have higher entrepreneurial potential than the propertied strata.

Important for a psychological portrait of the entrepreneur qualities include:

in a smart block: competence, combinatorial gift, developed imagination, the real fantasy, developed intuition, foresight;

in the communication unit: talent coordinator of the efforts of employees, the ability and willingness to socially loyal fellowship with other people and at the same time, the ability to go against the tide;

in motivational and volitional unit: risk tolerance, internal locus of control, the desire to fight and win, the need for self-actualization and social recognition, the predominance of the motive to achieve motive of avoiding failure.

The entrepreneur is associated with good health, inexhaustible energy and optimism. [2] Literature data and studies prove only necessary to have the components shown in the motivational and volitional unit, for an entrepreneur, first of all, the figure of a valid, active, searching. These components are present in his psychological profile, regardless of the form of business (manufacturing, commercial, financial).

1.2 Studies with other scientists on psychological characteristics of entrepreneurs

Joseph Schumpeter [3]:

Considered the basic quality of the entrepreneur developed intuition makes up for lack of information. Thorough training, expertise, capacity for logical analysis considered the sources of failures. The second condition - the presence of a strong will, which helps not only to overcome the inertia of its own and public thinking, but also the resistance of the medium - the traditions, legal and moral norms. The third quality of thought developed imagination, helping to devise new combinations and reduce the degree of uncertainty, living in the minds of every entrepreneur.

In his view, the entrepreneurs - creative, inventive, energetic people. Often this outstanding personality, hardly fit into the administrative and corporate culture. They are equally well to build ships, to play the piano or create companies. Here is the quality of the entrepreneur, marked B. Karlof:

 Prefers to make decisions on their own.

 Receptive to the new, focused on getting results.

 Open to constructive criticism and praise.

 Seeks to take an active part in the business, and so immensely happy in a small organization.

 He likes the rapid development and innovation.

 In a business environment, while expanding the business feels like a fish in water.

 It is extremely demanding of himself and his companions to the abilities.

Robert Hizrich and Michael Peters:

The particular entrepreneurial skills and knowledge include:

 clear understanding of the business;

 distinguish between facts and myths;

 ability to provide balanced assessments;

 ability to find creative solutions;

 ability to behave and make decisions under conditions of uncertainty;

 ability to develop new business ideas;

 ability to assess the prospects of new ideas;

 knowledge necessary to create a new business;

 ability to assess the external environment;

 ability to assess the action from the point of view of ethics and morality;

 ability to enter into transactions to establish contacts to negotiate;

 ability from benefiting.

J. Dolan and E. Leeds

define entrepreneurship as creativity, emphasizing that the creation of the most developing creativity situations - the key issue of entrepreneurship and innovation processes, as well as reaching the top in the arts. A similar understanding we find in Makkonnel R. and L. Brue, who believe that the entrepreneurial ability - it's a special kind of human talent. The ability is understood here as one of the qualities of the person found in the speed, depth and strength of the acquisition of knowledge, skills and abilities applicable in the particular activity.

There are two very important quality of the entrepreneur, the researchers note.

The first - the ability to bring the case before the end of the second - the ability to unite people favorable to perform basic tasks.

1.3 Motives for entrepreneurs, ways and means of achieving the objectives

By the discoveries of great importance include a statement of Freud about the dominant role of the unconscious in human behavior. The great psychoanalyst believed that this area is filled with repressed psyche of the human mind various unfulfilled desires, mostly of a sexual nature. Accumulate, they acquire great power and burst in the form of aggression, obsessions, unexplained actions, etc.

In our country, Freud's theory since the 30's. was subjected to sharp criticism. Up until the 60's. ceased publication of translations and works on psychoanalysis. Despite this, in the thirties of the famous school in Georgia experimental psychologist Uznadze used modern Western knowledge of the psychology of the unconscious to create a set theory. Only in the early 70s. These works have been translated into Russian. The experiments Uznadze found that the adopted two-tier scheme (stimulus-response), which explains the behavior is not quite correct. Namely, between stimulus and response there is a formation which has been called the plant.

The classic definition of installation is as follows: if there is any needs and situations of satisfying a person has a setting - a state of readiness to commit a specific behavioral act. Uznadze and his followers believe that the repeated collision of needs and situations of fixed installation. According to S. A. Nadirashvili variety of stable relationship of the individual with the outside world is inserted the secondary system of fixed installations, whereas the dynamic behavior is controlled by the direct primary, or relevant, to installation. In this case, all fixed installations are in the unconscious, and the current - in the conscious sphere, because their formation occurs under circumstances that do not interfere with the past experience of the person.

Domestic researchers AD Smirnov, VF Maksimov, DN Akulenok and others see the motivational structure of the entrepreneur so. First, you need a strong desire to excel, to express themselves, to satisfy a healthy ambition. Second, to seek independence. Third, the desire to benefit the community. Fourth, to meet the individual needs of leadership. Fifth, to show the need for self-expression, self-actualization, which is a desperate struggle for immortality (by Maslow, G. Allport and C. Rogers). The most pronounced such motivation with creative people, and it is in an effort to "leave behind a footprint on the earth."

None of the above motivational structures not found a very relevant for Russian entrepreneurs motivation stimulated employment in this activity to the detriment of their own interests. Let's call it a forced motivation to ensure you and your family vital commodities. To ensure the reality of the Incarnation in the life of any of the above reasons, you need an adequate income. In this regard, VS Avtonomov writes that achieving large profits for the entrepreneur is required to address the necessities of life, as well as a symbol of success.

Western, and especially American, theories of motivation recognize as the main aspirations of human craving for success. Success - is a success in achieving any goal, public recognition, good results in their work. And the entrepreneur, "taking" any "enterprise", is counting on its success. Modern Russian sociologists have noted the complexity of the phenomenon and the diversity of business success. It can be achieved owing to the action of one or more factors, circumstances, and causes the result to be quite different behaviors. To achieve entrepreneurial success can affect:

 simple luck (chance was the right time in the right place and at the same time managed to not miss a chance);

 active search for "the very advantageous option" using the method of trial and error;

 competent account of different combinations and selects the best option on the basis of theoretical studies;

 receipt and use of the favorable time sensitive information or other type of resource;

 the use of their own unique abilities, experience, competence as a commodity, giving income.

Add to this general point of view of Russian and U.S. experts in the field of business motives.

Motives:

 the desire to be master of his own destiny;

 desire to overcome alienation from the rest of the profession, to merge work and life together, change the principle of "work to live" to "live to work";

 desire for decent remuneration for their work and to significantly improve their financial situation.

The next item of business is the way and means to achieve the goal. They are understood as special knowledge, skills, and abilities and inclinations.

A significant number of researchers is of the opinion that you can not teach entrepreneurship. For this kind of work requires special skills. A prerequisite for the development of the natural abilities is the existence of instincts - some congenital anatomical and physiological characteristics of the brain and nervous system. By inclinations, according to a position of national VA psychologist Krutetskaya include typological properties of the nervous system, the natural properties of the analyzers, the individual variants functioning of the cerebral cortex.

People have innate individual differences in the inclinations. Because there are some advantages in mastering certain activities. Makings of a defined genetic program and manifest themselves in the form of abilities - lifetime formations that form the social experience of the person, their living conditions, training and education.

Chapter 2. Specifics of the Russian businessman

The definition of entrepreneurship focuses on self-reliance activities involving choice, risk, and responsibility. Studies of small and medium-sized businesses have shown that Russian entrepreneurs complex independence and autonomy is expressed most clearly. Cross-cultural research also found that Russian entrepreneurs of small and medium-sized businesses increasingly alienated from the society and psychologically protected from social disapproval than, for example, German. This is due to the development of Russian business in the context of unbalanced market, with no real and consistent support from the state, in the socio-cultural environment of disapproval, and demonstrates the open opposition of business to the state and the extreme manifestation of individualism.

Development of an organization similar to the growth of the living organism, which extends the same stage for all organisms. Consider some of the quality of Russian entrepreneurs at all stages:

Step 1.

Everyone knows that in order to start a new business you need one, the only person we call the owner to be more daring in others first thought, then decides to take a chance on their own, saving, and sometimes the name, his authority in front of his friends who would call in with a business. At this stage, while funny "loss" to get away from work, quarrel with the husband (wife) because of the uncertainty budget, skip the holiday with friends ...

Step 2.

When swamped the first difficulty, the only thing that pulls (although many seem that this luck) courage owner. It will be a source of inspiration staff will help you find the means and the methods and resources. This breakthrough will wash out the weak and in business and at home.

Step 3.

Then all will be well. For all except her (it). It will take courage to build an organization (often, losing friends), distributing the positions and companies in the business. Here, next to the courage arises unexpected loneliness. Usually, the owner, part-time director, making the team in the organization and suffering from slamming doors and disapproving of jokes in the back, is deceiving himself. Pass, then understand. Does not pass? We have to get used to.

Step 4.

Before this stage is laying the strategic survival of the business. Enterprises are divided into those who just happened to survive and increase capitalization (not knowing the term), and those who make serious investments in energy management. At this stage the business is divided into three groups.

View the first. "Running the owner of" rare people who have no affiliation outside of the business and absorbing pressure of work, like a drug. The firm survived the first decade of its existence, from these people either need a lot of knowledge and skills, or a fantastic flair.

In this group, many textbook examples of how our people: the late Svyatoslav Fedorov, Alexander Panikin (Concern "Paninter"), Nuraly ("1C"), a myriad of small, medium, large business.

View of a second. "Boss," a man with a good income and a taste for its spending. Having mastered the basic rules of business, and the order of tired of breakthroughs and failures, "having played" in the guide, the host transfers control to salaried managers. The relationship now is different in different hosts only the frequency and emotional question: "Where's my money? '. "Boss" is almost indifferent relationship with the personnel of the enterprise, as his social circle is quite different.

The most common representative of this type of shareholder. In the small business owner small traditional outlets.

View third. "Undefined". It is someone who is trying to sit on two chairs. With the fluctuations in time from a few days to a few months a businessman that actively manages, then flies away on a diving or the Cannes festival (as an option or giving booze). Workers have to observe that the introduction of random finds from strategic planning to dress codes and systems fuel economy, the search for sympathy in question "can not I afford it?" ...

Interestingly, the representatives of all three species are integrated into all sizes of businesses from commercial tents to multinational corporations.

Apparently, one can not say what the situation is more promising. In the domestic business now, unfortunately, the shaft increases the third appearance. The magazine "career" has recently called this situation "Fight at the helm." The most interesting thing in this fight is that managers generally know what they want, namely to be able to manage "without interference." The owners also run after two hares: hard to describe the idea of ??control and the need to honor and respect.

In fact, the idea of ??control is just a cover. Control has nothing to do with the frequent moving on the organization and delivery of random requests and recommendations.

For example, a very common situation: the owner "decided to" retire, hired a manager, but continues to walk on the enterprise, "to find out what's going on," tossing ideas and increase the debt. Lacking even the idea of ??profitability, it is, nevertheless, climbs into questions of daily expenses.

Sources in three situations:

The first source of basic ignorance of the basics of controlling [5], methods of assessment, the inability to set goals. All this is easily abolished competent managers.

The second source of fear of capture. In our situation, the fear is not unfounded, as lawyers are involved only for the purchase of legal entities. Some of the habits and rules do not include the normal contractual relationship and business is almost entirely is illegal. This reason is also abolished, especially fast with good counsel.

The third source is the problem. Fear of being alone. Not clear where to go? Man all day "varivshiysya in" accustomed "to execute" and "mercy", to be "father to" suddenly watches as his subjects reorient to the new manager (sometimes more successful). Attention also to the owner comes down to common courtesy. The employee thinks so: if he does not sign a bill to pay, do not dismiss and does not leave ... what to talk to him, apart from the weather. Our businessman sees in this position almost a betrayal. He thought people work for money, that they are a team, a family .... His family for the time he managed to miss the hard work, friends podrasteryali. What is loneliness again? Are brighten its dividends?

We have to admit: in our country is hopelessly lost culture of the owner. Never taught, do not explain how to be the owner, if you are not a director. Perhaps, the only opportunity to take a company charter and submit themselves the sole shareholder.

And yet, remembering the former courage to take to look for a new hobby.

People close to the business (government, media, educational institutions) is also a good idea to turn to face the problem. It would be interesting to know the statistics: how many businesses closed due to fatigue permanent head-owners. In my opinion, more than half. This is a serious loss to the economy and society.

There is another classification of domestic entrepreneurs by type:

Dilettante - probably the most common type. This businessman, who became such without any prior economic experience was. Biographically Amateur - a former journalist, Komsomol, the Soviet (and even party) the employee, former teacher, former student, former athlete ... This is not a defect, but rather a virtue - the presence of political or managerial, research experience is very helpful in making decisions and dealing with people. The Achilles' heel of Dilettante - a desire to compensate for the lack of knowledge of the laws and practices of action.

The layman may be energetic, open, not a man dressed without taste, sometimes with excellent reputation in the "previous incarnation." Quoting Ford, Carnegie and the newspaper "Business World", "Business", "Kommersant", it is easy to prove the utility and simplicity of the proposed transaction. It may be that the layman does not represent some aspects. Dilettante - it's not so much the type of businessman as stage in its development.

Middleman - is businessman specializing exclusively in commerce. Since the "pure commerce" is still under heavy tax and legal oppression and second-hand dealers ineptly disguises his face. At the conclusion of the contract, he will call his company "producer" product "products". But it is necessary to make inquiries - and it turns out his "product" has not passed the foreign factory gate or distant customs.

Secondhand dealer is forced to live on the operation before the operation, he can not be far-reaching long-term plans. This has an impact on personality secondhand dealer tries to "pick flowers while in bloom," consume as long as there is nothing. The company sets the second-hand dealers 'decent' salary, short-lived spending money on used "Toyota" and a video player.

This is not a fault, but rather the problem - there is no productive investment, the future is uncertain ... But it is hard to treat with irony to the installation: "Walk, merchant!" Striving to "eat through" as much money, the thirst to consume heaps of consumer goods exchange akin motivations frightened fellow, snapping off the shelves any product. However, it is a matter of taste: one citizen to invest a lump sum in the new venture, the other - will buy "Nissan Superdizel" will break on the first pillar, will be released and will earn more ...

Secondhand dealer is a person with a fairly simple economic thinking. This is not a strategist, not an organizer, not an innovator, but the owner of an enviable grasp. In communion gives a sort of second-hand dealers impressively, leather jacket or boiled-tracksuit deliberate negligence and vocabulary: "crazy grandmother", "bucks", "scroll", "pump", "give the paw", "push", "piece", and etc.

Next view - Rider. These are people for whom the criterion of success is the frequency and duration of trips abroad. However, this is again not their fault: the very poor lifestyle directs human activity on breakthroughs "over the hill" where there is something to marvel at and have something otovaritsya.

Riders are usually born and breed in the departments of Foreign Economic Relations of large enterprises. These departments were set up after the decision of the Government, which gave foreign companies are independent. The position of head of the department or his deputy for WEC was usually "thug": Director shall appoint his own, eager for zagranpoezdok favorite, and he forms his staff of candidates riders.

Rider selective in their dealings: it is quite passive in relations with NGOs, SP, MP, co-operatives and perks, meeting foreign entrepreneur - let stray, fine, "non-core". Immediately activated negotiations, spiced dal souvenirs and liquor. Successful completion - calling for negotiations "there". Apotheosis - separation of the liner from the runway. The expediency of the contract, its profitability, of course, to take second place ...

Obvious - the presence of the rider brings some damage. The damage in the hundreds of thousands of dollars of lost profits. The damage is complemented by a banal cases of bribery. The damage has the moral side - sensible experts looking at the rider to lose faith in the fairness and themselves. But I want to draw attention. Riders multiply so rapidly in large part because they are often an alternative to playing even less likeable type of businessman. For example, a monopolist.

Monopolist - is an entrepreneur, the primary motivation of behavior which is as simple as a cucumber, the fact that he is "sitting on the deficit." In the role of Director of monopolists can act factories producing items in high demand. Forgive me, Bossert and other bright personality, but, to my mind, equal relationship to the car today surreal (if you're not his target supplier). In a very privileged position are still in the heads of printing companies, "sitting" on the guaranteed supply of paper and printing facilities. Monopolist can be brought by railway officials, the state insurance, publishing director, managing construction trust ...

Examples can go on forever. The combination of state ownership and lack of business generate monopoly in various industries.

It is monstrous that the monopolist do nothing is not interested if a higher court gives almost all the profits. In this case, the monopolist - sleepy type, indifferent to the best business proposals. But if the monopolist "transferred to self-sufficiency," it may turn out to have only the worst consequences.

Firmly conscious of its monopoly, the monopolist will shamelessly rob you. For example, you - the author and came to publish a book on a commercial basis in a single local publishing house.

Monopolist director put conditions: your paper, your marketing, pricing works contract. And even hint at a foggy dependence of the success of your publication on the possibility of acquiring imported video ... Another monopolist, knowing that you represent the exporting company, will meet you at the threshold of peremptory: "Payment of foreign currency only in the first category rubles!" And pay as you might imagine, more than a coupon for products or services.

There is no doubt that the monopolist as a type - a direct product of state-and partmonopolii. It's impossible for COOP-or SP-monopoly, and courage Monopolist often looks like a tantrum doomed ...

In addition to the above, there are more specific types of business people.

For example, Man-taximeter. This is not a self-employed, and the clerk, so highly touted their services, which does not offer them, and sell, trade, and stuffing his worth.

There are not the types and typical representatives of the evolution of businesses, such as businessman-degenerate. This definition does not refer to the mental faculties, and to changes in personality. The head of the newly formed company showed himself an energetic and purposeful person. His charm allows you to quickly reach favorable agreements, its democracy and good nature have collected a great "team" - class experts and just good people. At the boss is not looking up from the bottom, but with a touch of friendly admiration.

Within months of company documents folder has grown to a height of fine administrative and industrial complex, has acquired service areas, warehouses, a fleet ... Hand debut yesterday began to dispose of the fate of dozens of people, more resources and values. He looked to her - not too simple I? And built a cabinet with a vestibule and reception, where the secretary - a stupid, ugly, but personally loyal person. Yesterday's friends and colleagues were waiting queue at the reception. Chauffeur, he's bodyguard, not to "Lada" day and night took him to ordered, including the market, sauna, shops. Collegial discussion of the plans were changed directives.

More - more. Revaluation of himself turned into a mild form of megalomania with indispensable its symptoms: project-mongering and suspicion. The Director has the right-to-left hand out big promises are not backed by real resources.

Partners become one by one to turn away from the insolvent company and its leader. He started looking around enemies and, of course, found them. And little by little began to fire. The atmosphere was replaced by the team spirit of the nervous Death Row: Who will lead next?

Well, really, they do not call this process of degeneration? Of the active, modern and democratic thinking entrepreneurs, our hero has become a commonplace gosdirektora. The Management Board of the company has refused the services of the manager. Today, he leads the other, the newly created company.

Bottom line for all of the above: the socio-psychological situation in which the modern Russian business man, he forms the following psychological characteristics:

 rationalist - the desire to calculate everything, anticipate, consider a reassessment of the role of intelligence, knowledge and technology;

 incredulity - the perception of the world as unreliable and often directly hostile, giperkontrol and a distrust of employees and business partners;

 autonomy - a direct consequence of mistrust. The secrecy, isolation, severely restricting informal and friendly relations and spatial freedom of movement (this is the most typical of the most successful entrepreneurs who use the services of bodyguards);

 aggressiveness - the tendency to solve problems by force, without seeking mutual compromise, susceptibility to anger, affective outbursts in the relationship with the staff;

 authoritarianism - the predominance of authoritarian leadership style, spreading to other vital relationships;

 ambition, uncritical - commercial success breeds overestimates, a sense of indispensability, painful perception of any attempts to criticism;

 ekstrapunitivnost - the tendency to seek the cause of failures in the circumstances, or others, but not in himself;

 superstitious and mystical mood - a paradoxical combination of excessive rationalism and faith in omens, divination, damage, horoscopes, etc., which explains the above-noted inability to complete intellectual control over the social, business and life situation. The businessman is easier to recognize the impact of irrational forces than their inability to rationally comprehend the situation.

Chapter 3. Psychological characteristics of foreign entrepreneurs

3.1 The United States

Americans - the people enterprising, persistent and courageous.

American style of business interaction is characterized by a utilitarian (it should yield a profit!) Do extra work to do without a vain labor, disregard for tradition, the power of the word; care in the elaboration of any business organization, division and meticulous checking of execution; purposefulness now do better than yesterday, great attention to detail, training and specialization of production; brevity and clarity; constructivism.

Russian businessmen entering into an unfamiliar world, you need to adhere to the existing rules there to successfully solve their problems.

Try to get to the core of American business relations. Americans believe that they are perfectly versed in the business of any country and of any nationality. When business contacts they do not give you the knowledge of all the details, but expect you to understand the order of work and do business the American way.

If during business negotiations you do not have the information that you set out, then take it as already known to you. Americans are quick to react to all and require the partners of the same. One way to quickly communicate are fax machines.

In business letters and conversations always use the names of individuals or organizations that have submitted your partner. It is advisable to ask a person offering you a contact with a firm call to this company and to you.

When business talks sure to take the original features of your offer, distinguishing you from other similar businesses, and always secure the partner's attention on it. You must know and clearly say who you are, what you are doing and why your partner the benefit to negotiate with you, not with other firms.

Capture their attention on to your partner and to help achieve these goals. The general principle of American business - making a profit. If your proposals to help achieve your goals, then they will be interested in U.S. partner. But these proposals should only be real.

Prior to business negotiations to determine in advance the desired result. Plan the conversation so that it touches your main objectives and benefits, try to arrange a meeting.

At that American businessmen are interested in the following information:

· Ways to reduce the cost of the product to get more profit;

· The creation of new markets and new customers for their production;

· The possibility of concluding a favorable contracts;

· Creating a good image for the company and its products.

So, look for success in the U.S. market, following the business etiquette, clearly organize their activities, both independently and attracting professionals who are always ready to provide its expertise and knowledge.

3.2 UK

For British business is characterized by the caste system, which on the one hand, it defines a high professional level, but on the other - prevents the inflow of "fresh blood."

British businessmen - some of the most qualified in the business world of the West. British businessmen working in the industry, are able to carefully and expertly analyze the evolving situation on the market, short-and medium-term forecasts.

English social conservatism inherent in the business, committed to the ideas that have a long history.

Local entrepreneurs should be a good understanding of the English portrait of a businessman, clearly know the "rules of the game" of business in this country.

English businessman - is well-trained, erudite man, which combines the highest professional training and a kind of political infantilism. Purely human factors are of great importance to him. It is not confined to his work, and has a wide range of interests related not only to the economy but also in sports, literature and art. He's very observant, a good psychologist and rejects as false and concealing weak training.

In this regard, you are better to say that the British have a lot to learn and you ask his English counterpart of practical help. Especially as they share their knowledge and experience is very readily, often reveal the secrets of their craft and skillfully introduces you to the intricacies of a particular market.

Local entrepreneurs is very important to know how to negotiate with the British. First of all, you start to negotiate with them, you need to find out at least in general terms, firm structure of the market of a product, the approximate level of prices and trends in their movement, especially of a firm, as well as the people who work there. And only then can you make an appointment.

Begin negotiations fail with the subject matter from a purely human problem - the weather, spores, children. Try to win the English partner. It must be stressed your good location to the British people and the ideas that people share this. All questions must be sustained and correct.

If English partner invited you to lunch - do not give up, but keep in mind that you need to organize such an event.

Before the meeting, ask how much time has your partner - thus you show that you value not only his, but also his time.

It is equally important not to forget the signs have the attention of those with whom you've ever met or negotiated. Greeting card for the holiday or birthday greetings to loved ones of your English colleagues raise your business credibility and point to your politeness and good human qualities.

You should not give some gifts, they can be regarded as a bribe. For example, calendars, notebooks, lighters, branded pens, alcoholic beverages. If the business community becomes aware that some representatives of the companies involved in such activities, then their credibility may be undermined. And it is so serious that such a business has to go away from this sphere of activity.

Bargaining position of any British company, usually stiff. Negotiations are conducted with the assistance of numerous actual, reference and statistical material. Articulated and not just everything associated with the contract, but also activities aimed at further development of business cooperation, in particular the prospects of concluding other possible transactions, the possibility of cooperation in the production and marketing sectors.

Although British firms make decisions is not as fast as, for example, European, but the degree of risk in the decision is minimal. Finally, always and everywhere a British business efficiently and effectively shows and defends their interests.

3.3 France

One the most basic Russian partners in the industrialized world.

Before proceeding to establish business relations with French companies, it is necessary to clearly set the goals of these relationships.

After learning as much as possible about the companies you are interested, please send in their address set of promotional literature and catalogs of products of your company as well as the conditions under which you are ready to deliver. All this should be stated in French - the French painfully react to the use of English or German language in business communication with them, believing that it violates their sense of national dignity.

It should be remembered that in the business life of France play an important role of communication and dating. Therefore, usually the new contracts are established through intermediaries that have friendly relations with your desired person. The elite of the business world is limited, new people, anyone not familiar, do not admit to themselves.

If you do not have direct access to decision makers and you are negotiating for a lower level, you must wait until your offer will reach the appropriate management level and will work out a solution - here decisions are made by a limited number of persons of high rank.

In contrast to the French American businessmen try to avoid risky financial transactions. They did not immediately allow myself to convince the appropriateness of the proposal, preferring reasoned and comprehensively discuss every detail of the deal.

Sometimes while talking French entrepreneurs interrupt the interlocutor, voicing criticisms. This should not be perceived as disrespectful, so they have taken. But it is better if you are prepared to negotiate, master the merits of the case, do not give yourself to confuse and show some assertiveness.

When entering into contracts with large enterprises should focus on performance and durability of products offered.

In France, many important decisions are made not only in his office, but also at the dinner table. Business prima may be in the form of a cocktail, breakfast, lunch or dinner. For cases they say only after the coffee is served. The most suitable topics for table talk - shows, books, exhibitions, city. But beware address the following issues: religion, personal problems, revenues, expenses, illness, marital status, political leanings.

If you are invited for dinner - it is an exceptional honor. Come for dinner should be a quarter of an hour later than the scheduled time. It should bring gifts: flowers, (not white and not chrysanthemums, which in France are considered a symbol of grief), a bottle of champagne (and if the wine is expensive brands), a box of chocolates.

Kitchen for the French - the subject of their national pride. Enthusiastic welcome any comments about the quality of food and drinks on the table. Do not leave food on the plate, add some salt or spices to use.

Culture of consumption of alcoholic beverages, which are indispensable companions French feast involves a glass of aperitif (port wine, anise liqueur or whiskey and soda, which are served salted nuts, special cookies, small sandwiches with cheese or ham), three to four glasses of wine (white for fish and seafood, red - for meat and cheese), and after dessert or coffee - a glass of digestif (fruit vodka, hard liquor or brandy). The most important requirement is that moderation in the use of drinks.

In France, pending appeal to the interlocutors by name, if only they were not asked. Usually use "sir" - the men and "madam" - women.

When meeting to present your business card. If the meeting is attended by a few people, a business card handed to the person who holds the higher position.

Requirements for the appearance of the business man in France is basically the same as in other European countries, but there is one important rule: the clothes should be of high quality natural material. Eliminate from your wardrobe all synthetic.

3.4 China

Russia - Eurasian country. Therefore of particular importance to us is the intensification of foreign economic cooperation with China.

Style of negotiation with Chinese partners have a long - from several days to several months. This is due to the fact that the Chinese never make decisions without a thorough examination of all aspects.

If you want to save your time and reduce the time of elaboration of your proposal, please send a detailed and specific description of 3-4 weeks before the trip.

The success of the negotiations in the first stage depends on how much can convince a partner in the real benefits of working with you. Therefore, the composition of the negotiating parties to include highly skilled professionals capable of on-site to resolve technical issues, as well as a good translator who knows the specific terms of your business. Then begins the commercial phase of negotiations. Chinese companies have, as a rule, well-trained in commercial terms and experienced personnel have extensive market information and the negotiation process is often referred to above concluded with great advantage for themselves contracts.

China has attached great importance to the establishment of friendly, informal relations with foreign partners. You may be asked about their age, marital status, children - do not get me wrong, this is a genuine interest to you. Cordially invite you to visit or a restaurant for dinner, where will be served not less than 20 dishes. If you're not ready to try the suggested an exotic dish, do not give up defiantly. Try to eat at least a small piece, and the rest is mixed on a plate. Submission of soup to the table - a signal that the dinner is nearing completion. Guest leaves the table first.

Dress up in China is very simple suit and tie is mandatory only for official receptions and during visits to senior government figures.

3.5 Japan

Business ethics Japanese business is very different from the rules and norms of the business world of the West.

Familiarity with the representative of the Japanese business begins with a mandatory exchange of business cards.

In meetings with the leadership of the company and the talks should be relevant - the Japanese are painfully late, whatever the reasons they may have caused. If you can not arrive on time, please notify the Japanese side, and shorten the duration of the meeting for a time delay, as a partner at a meeting may be other things.

Avoid shaking hands at a meeting with the Japanese - they prefer the bow.

You should know about another aspect of Japanese business. Japanese entrepreneur strives to sales and profit as its American and European counterparts, but unlike them, he tries to bring to the business relationship the spirit of harmony, set between the partners, "human relationships".

When personnel changes in Japanese firms have all their contacts are sent notification. Local entrepreneurs should learn from their Japanese counterparts this standard of business ethics.

So, here are tips for beginners that business, departing for Japan.

Be as polite as the Japanese themselves in the most polite and very high value on the same relationship to themselves.

Do not lose your temper, do not get excited in the presence of the Japanese partners. Even if you brought up "white heat," stay cool and smile while you can. No strength to smile - so at least control yourself and do not let the warlike actions and words. Do not exert pressure on the Japanese, do not force him to action.

Show that you are friendly, practical, sincere, sympathetic, sociable - these traits are especially cute to the Japanese, because it is often in short supply. Advice is simple: do not disappoint interlocutor.

Do not disassemble the human problems cold and indifferent, because by doing so you can affect the emotional Japanese partner. As you can, meet with Japan.

Conclusion

So, are the hallmarks of the entrepreneur independence, responsibility, risk-taking, creativity, inclination for creativity, innovation. Entrepreneurship is seen as an activity that is defined by its structure, and the main features and social functions. This allows you to define the business in terms of activity.

Entrepreneurship - is a pioneering work of people belonging to a particular social group, called entrepreneurs who have rare abilities that allow you to carry the burden of the distinguishing features of this activity and to develop the economy functions with a view to profit.

However, people who wish to become entrepreneurs, we must understand that this type of activity (especially in this country) is associated not only with material wealth and financial independence, but also to chronic stress and overexertion, fears, family dysfunction, loss of friends. That is why future entrepreneurs need good health, inexhaustible energy and optimism.

 Controlling - is a comprehensive enterprise management function which includes management accounting, cost accounting and analysis in order to control all cost items, all units and all components of the products or services and their subsequent planning. Controlling provides information and analytical support to decision-making in the management of an organization (company, corporation, public authority).